John Wiley & Sons, 2010 | Walter Baker, Michael Marn, and Craig Zawada
The second edition of The Price Advantage, written by three experts at McKinsey, is based on in-depth, firsthand experience with hundreds of companies, as well as significant investments in new pricing research. This book is designed to be a comprehensive guide for managers through the maze of pricing issues with an emphasis on translating analysis and pricing insight into real earnings impact.
The authors examine state-of-the-art approaches for analyzing and improving pricing performance, demonstrate those approaches with real case studies, and draw a pricing excellence blueprint for companies to follow. In good economic times or bad, achieving the price advantage is critical to corporate performance and profitability.
"This book is a treasure—a practical yet intellectually sound guide to pricing that is applicable to both large and small companies. Frankly, in all my years writing about economics and covering corporate decision making, I have not seen pricing strategy and tactics explained so clearly as in this book."
—Michael Mandel, former chief economist, BusinessWeek, and editor in chief, Visible Economy LLC
“This book is both insightful and practical. Many companies overlook the substantial profit opportunities from smart pricing. The authors show you not only where to look for, but also how to capture and sustain, those opportunities.”
—James M. Kilts, former chairman and CEO, The Gillette Company
"The Price Advantage is very straightforward and direct, with concise and easily applied coverage of each and every topic."
—David J. Reibstein, marketing professor, The Wharton School